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About This Course
Propel your business forward with our value selling and management course, designed for startups and enterprises. Discover proven strategies from Salesforce, Snowflake, and ServiceNow for unmatched sales success. Equip your team for pipeline growth, C-Suite relevance, and a stronger foothold, regardless of where your business stands today.
Duration
5 hours, distributed over a period of 2 days
Course Highlights
01 Build on your Raw Genius
We build on your existing value management practices in sales, marketing, and customer success. Our course rapidly enhances sellers, scaling their impact with tailored concepts and efficiency discussions.
02 Keep it simple
Dive into financial, management consulting, and strategy concepts with straightforward, jargon-free language. Sellers can swiftly grasp and implement these principles for immediate results.
03 We’ll make it real
Our course prioritizes practicality with real-world examples and hands-on case studies. The goal is to make you productive quickly, translating concepts into actionable skills for tangible outcomes.
The Instructors

Venkat Lakshminarayanan
For a decade, Venkat has honed expertise in customer value management, leading in senior tech sales and consulting roles. His focus extends to building and leading large teams, closing significant digital transformation deals. With a focus on value management, he achieves remarkable results, including 2x pipeline growth, deals, and upsells through effective influence.

Dr Randhir Mishra, PhD
Dr. Randhir is a transformation evangelist with 25+ years of experience, aiding 100+ companies in successful transformations. Alongside teaching at reputed management institutions, he conducts extensive research on learning design. With a background in strategy consulting and digital model design, Dr. Randhir guides companies through digital transformations, translating new skills into productivity for teams.

Radhesh Koka
Radhesh, CEO of Blue Caffeine, brings two decades of entrepreneurial experience in marketing, strategy, and business transformations. Formerly at Cognizant, he founded their Digital Marketing group and successfully launched startups in SaaS and digital brand experience. Passionate about Performance Marketing, Radhesh integrates value into digital-first branding, empowering B2B and B2C organizations globally.
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Course Agenda
Day 1: Introduction to Value Selling
More Details
What's included
Chapters · 10
Online Session
1 · Welcome (30 min)
· Introductions
· Preview Agenda for Day 1 and Day 2
· How to learn to learn, and learn to do effectively
2 · Let’s set the context (10 min)
· You are already value selling!
· Why does formal and structured value selling matter?
· What you can expect from this course
3 · What does the B2B Customer and Seller Lifecycle look like? (10 min)
· Introducing the B2B customer and seller lifecycle
· What makes an enterprise invest in technology?
· What is business value?
· What is a good business case?
4 · What are the desired outcomes from value selling? (10 min)
· What outcomes can sellers and buyers expect?
· What outcomes can sellers and buyers expect when the value delivered meets the customer expectations?
5 · Let’s define a few common terms we will use in this course (5 min)
· Definitions of Business process, workflow, use cases, feature, business capability
6 · Let’s understand the product value model* (20 min)
· How to uncover value drivers from your product features
· How to map product features to business capabilities and workflows Example
(*Since this is an advanced topic, so this will be covered in brief) Break (10 min)
7 · What’s inside a good business case? (45 min)
· Financial building blocks: Investment, TCO, ROI, NPV, IRR, Cash Flow and Payback
· Strategic building blocks: Strategy Map
· Operational building blocks: Use Cases, Workflows and KPIs
· Value Messaging framework: Bringing the above together to align Customer’s business objectives, challenges / issues and opportunities, solution alternatives and expected outcomes
· Types of business value in a business case: Enterprise Value, Functional Value and Personal Value
Example
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8 · Let’s bring it all together (10 min)
Overview of the business case deliverable: What is inside a business case report? Example deliverable
9 · Overview of Value-led Performance Marketing (20 min)
· What is Performance Marketing?
· What is Performance Marketing?
· How can we integrate value into it?
10 · Day 1 Close (5 min)
· Review Day 1
· Review Day 1
· Preview Day 2 agenda
Day 2: Case Study
More Details
What's included
Chapters · 5
Online Session
Who is This Program For?
This Value Management program is for:
  • Individuals who are looking to transition into the field of SaaS and are looking to strengthen their foundations so that they start strong in this career
  • Mid and senior-level managers who want to boost their pipeline and become more relevant to the C-Suite to drive profitability
  • Leadership figures and entrepreneurs aspiring to lead the standardization of processes and systems, yielding “value at scale” outcomes, including a 2X increase in pipeline, deals, and upsells, driven by the influence of value management

Get In Touch

Our specialized experts will contact you for helping you out by providing in-depth information regarding your enquiry.

Contact

+91 9884095151

Official Email

connect@bluecaffeine.com
rad@bluecaffeine.com
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